RevOpsAF The Podcast

Think AI makes process documentation less important? It's the opposite. If your decision logic lives only in people's heads, you don't have a foundation for automation — you have a liability waiting to surface.   In this episode, Camela Thompson sits down with Adi Klevit, founder of Business Success Consulting Group and author of *Stop Carrying Your Business in Your Head*, to explore why process documentation has become more urgent than ever in the AI era. They dig into what real process documentation looks like (hint: it's not a screen-capture export), why AI "mistakes" are really undocumented decision points, and how to get resistant teams to actually follow the processes you build.   🎙️ Speakers: - Camela Thompson, Co-Host, RevOps Co-op — https://www.linkedin.com/in/camela-thompson/ - Adi Klevit, Founder, Business Success Consulting Group — https://www.linkedin.com/in/adiklevit/   ⏱️ Chapters: 0:00 - Introduction & Guest Background 1:19 - Proving ROI in RevOps: Controlling What You Can Control 3:55 - Why AI Hasn't Eliminated the Need for Process Documentation 8:00 - When AI "Makes Mistakes": Root Cause Analysis 13:15 - Change Management and Getting Sales Teams On Board 19:48 - How to Identify Where to Start Documenting 21:25 - Training People on What to Stop Doing 23:30 - AI as a New Employee You Have to Train 25:20 - Closing Thoughts & How to Work With Adi   🔗 Resources: - Business Success Consulting Group: https://www.besuccesscg.com - Free e-book: https://www.successreplicated.com - RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options - More on process thinking: https://revopscoop.com/post/the-process-of-building-process - Episode 107 — AI Can't Fix What Your Business Can't Define: https://revopscoop.com/podcast/ai-data-readiness-revops-governance   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #ProcessDocumentation #SalesOps #AI #GTM #ChangeManagement #Automation #RevenueOps

Sales comp looks simple on paper. In practice, it's one of the messiest, most politically charged things RevOps has to own. Bluebird deals, mid-year exceptions, deal splits across acquired entities, reps comparing checks — all of it lands on your desk.   In this episode, Matthew Volm sits down with Erin Tomlinson, VP of Revenue Operations at Kinective, to get into the real operational challenges of compensation design: how to reduce exceptions before they happen, why transparency builds trust faster than secrecy, where AI is genuinely useful in comp work (and where it isn't), and the deal-splitting problem she's still trying to crack heading into 2027 planning.   🎙️ Speakers: - Matthew Volm, CEO & Founder at RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ - Erin Tomlinson, VP of Revenue Operations at Kinective — https://www.linkedin.com/in/erintomlinson1/   ⏱️ Chapters: 0:00 - Introduction & Erin's background 4:54 - Why do exceptions happen in comp plans? 8:44 - Who should own comp strategy? 9:35 - Misconceptions: what Finance, HR, and sales get wrong 13:54 - The bluebird deal problem 18:43 - Building trust through clear rules and documentation 20:37 - Transparency in comp design 25:33 - Where AI is changing compensation management 31:07 - The deal-splitting problem (still unsolved) 33:17 - Closing   🔗 Resources: - RevOps Co-op community: https://www.revopscoop.com/membership/membership-options - Related episode — Episode 111: AI Is Saving Time. But Is It Driving Revenue?: https://revopscoop.com/podcast/ai-efficiency-revenue-impact-revops - Related episode — Episode 60: Pay Day Problems: Comp Plan Lessons Learned: https://revopscoop.com/podcast/compensation-plan-lessons-revops - RevOps Co-op Podcast Library: https://www.revopscoop.com/podcast   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #SalesOps #CompensationPlanning #SalesComp #IncentiveCompensation #B2B #GTM

What if RevOps stopped reacting to requests and started shipping a product? Dan Jiao, VP of Revenue Operations at Aircall, makes the case — and lays out exactly what that shift looks like in practice.   In this episode, Matthew Volm sits down with Dan to unpack the evolution from service-oriented RevOps to a full product model, the rise of GTM engineering, and the skills that will define the function's best operators over the next three to five years. They cover why AI doesn't make human judgment less important (it makes it more important), what the "AI admin trap" looks like and how to avoid it, and why vibe coding a command center might be the most differentiating thing a RevOps professional can do right now.   🎙️ Speakers: - Dan Jiao, VP of Revenue Operations at Aircall — https://www.linkedin.com/in/danjiao/ - Matthew Volm, CEO & Co-Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/   ⏱️ Chapters: 0:00 - Introduction & Dan's background 1:20 - Dan's career path: chemical engineering → sales → RevOps 3:33 - The shift from service-oriented RevOps to a product model 6:08 - Is the RevOps product always technology? 8:22 - What is GTM engineering, and how does it relate to RevOps? 13:07 - The AI admin trap: is GTM engineering the new Salesforce admin? 17:39 - Skills for early-career RevOps professionals 20:59 - Skills for VP-level RevOps leaders 26:00 - What RevOps operators should start building today (vibe coding, command centers) 32:17 - Crazy GTM stories: penguins at a Vegas conference 35:35 - Closing thoughts   🔗 Resources: - RevOps Co-op Podcast Library: https://www.revopscoop.com/podcast - Episode 56: GTM Engineering — The R&D Arm of RevOps: https://revopscoop.com/podcast/gtm-engineering-revops - Episode 102: The RevOps Skills Nobody Teaches: https://revopscoop.com/podcast/revops-soft-skills-career-growth   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #GTMEngineering #SalesOps #MarketingOps #GoToMarket #AI #B2BSaaS #RevenueGrowth

If your CRO's responsibility starts at qualified opportunity and ends at closed won — that's a Chief Sales Officer, not a Chief Revenue Officer. There's a difference, and it matters.   In this episode, Matthew Volm sits down with Rebecca Grimes, CRO at SheerID, to break down what it actually means to own the full revenue lifecycle — from first awareness through year-five retention — and why RevOps is the most critical function to get right inside that model.   Rebecca shares how she structures her revenue org, why she prioritizes CS time at least 60/40 over sales, how AEs at SheerID stay accountable through an account's first renewal cycle, and what separates great RevOps leaders from those who are still mostly managing Salesforce. Plus: her take on where AI fits into the revenue function over the next five years — and why "AI-powered" is already table stakes.   🎙️ Speakers: - Matthew Volm, CEO & Co-Founder at RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ - Rebecca Grimes, CRO at SheerID — https://www.linkedin.com/in/rebeccalgrimes/   ⏱️ Timestamps: 0:00 - Introduction 1:17 - Rebecca's background: from crime reporter to CRO 4:33 - What full-cycle revenue ownership actually means 9:19 - What's in scope (and out of scope) for a real CRO 13:46 - Why customer success is the most undervalued function 19:23 - AE accountability through the first renewal cycle 22:36 - What separates great RevOps leaders from good ones 26:09 - The objectivity RevOps provides that nobody else can 28:06 - AI in revenue: what's changing and what isn't 36:04 - Closing thoughts: not every org needs this model   🔗 Resources: - RevOps Co-op Community: https://www.revopscoop.com/membership/membership-options - Episode 99: What Executives Actually Want From RevOps: https://revopscoop.com/podcast/revops-career-executive-impact - Episode 106: Why Good CRMs Fail: https://revopscoop.com/podcast/why-good-crms-fail - Episode 111: AI Is Saving Time. But Is It Driving Revenue?: https://revopscoop.com/podcast/ai-efficiency-revenue-impact-revops - Full podcast library: https://www.revopscoop.com/podcast   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #CRO #ChiefRevenueOfficer #SalesOps #CustomerSuccess #GTM #B2B #RevenueLeadership

AI is saving RevOps teams time. But is it actually moving the revenue needle?   Tierney Didier, VP of Sales and Channel Operations at Silverfort, joins Matthew Volm to give an honest, ground-level answer — and it's more nuanced than the LinkedIn hype would have you believe. From AI-powered account enrichment to homegrown enablement tools, Tierney shares what's working, what broke quietly in the background, and how RevOps leaders should think about build vs. buy, headcount, and quota expectations in the age of AI.   Key topics include: where AI is producing real (if not yet revenue-level) efficiency gains, how to think about build vs. buy when the build barrier has collapsed, why the thing you ship is not the same as the thing that works, and which tasks in RevOps are most durable against automation.   🎙️ Speakers: - Matthew Volm, CEO & Co-Founder at RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ - Tierney Didier, VP of Sales and Channel Operations at Silverfort — https://www.linkedin.com/in/tierneydidier/   🔗 Resources: - RevOps Co-op community: https://www.revopscoop.com/membership/membership-options - Episode 109: Build the Workflow, Buy the Risk: https://revopscoop.com/podcast/build-vs-buy-revops-risk - Episode 110: The SDR Job Is Becoming a Systems Job: https://revopscoop.com/podcast/sdr-systems-job-ai-outbound - Episode 99: What Executives Actually Want From RevOps: https://revopscoop.com/podcast/revops-career-executive-impact   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #SalesOps #AI #GTM #B2BSales #RevenueGrowth #SalesOperations #MarketingOps #GoToMarket

The SDR job isn't disappearing — it's transforming into a systems role. And most companies aren't ready for what that actually means. In this episode, Outcraft AI co-founder Edvin Rakickas joins co-host Camela Thompson to break down why AI-assisted outbound failed for so many early adopters, what it takes to make it work now, and how one company replaced seven of eight SDRs — not by cutting corners, but by rethinking what the role should actually do.   If you're a RevOps operator evaluating AI sales tools, or wondering how your outbound motion needs to evolve, this is a grounded, practitioner-first conversation worth your time. Edvin covers the real reasons leads fail to convert (hint: it's almost never the leads), how to train an AI model when your data isn't perfect, what questions to ask vendors before you commit, and why conversation intelligence is one of the most underutilized assets in B2B sales today.   🎙️ Speakers: - Camela Thompson, Co-Host, RevOps Co-op — https://www.linkedin.com/in/camela-thompson/ - Edvin Rakickas, Co-Founder, Outcraft AI — https://www.linkedin.com/in/edvinas-rakickas-28bb2b384/   ⏱️ Chapters: 0:00 - Introduction & Guest Background 1:45 - Why early AI outbound experiments failed 4:00 - The real follow-up problem (and how AI solves it) 8:30 - What breaks before the tool is ever deployed 12:00 - Company maturity and starting before you're ready 16:00 - How the SDR role is changing 20:00 - Evaluating AI sales tools: questions to ask 23:30 - Conversation intelligence as an org-wide asset 25:00 - Key takeaways and where to find Edvin   🔗 Resources: - Learn more about Outcraft AI: https://www.outcraft.ai - RevOps Co-op Podcast Library: https://www.revopscoop.com/podcast - Episode 57: Outbound at a Crossroads: https://revopscoop.com/podcast/ai-outbound-email-deliverability - Cold Prospecting Is Broken — And RevOps Should Fix It: https://revopscoop.com/post/cold-prospecting-catch-up   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #SalesOps #AIOutbound #SDR #B2B #GTM #SalesEnablement #MarketingOps

Just because you CAN build it with AI... should you? That's the question QuotaPath's RevOps lead is asking — and his answer might surprise you.   Brandon Smith, Director of RevOps and AI Operations at QuotaPath, joins Matthew Volm to break down the real build vs. buy calculus for RevOps teams in the AI era. They cover how QuotaPath replaced a $50K/year vendor with an internally built tool, why commissions are the *last* thing you should vibe-code, and how to use "blast radius" to decide what's safe to build vs. what you should always buy.   🎙️ Speakers: - Matthew Volm, CEO & Founder, RevOps Co-op — https://www.linkedin.com/in/matthewvolm/ - Brandon Smith, Director of Revenue Operations & AI Operations, QuotaPath — https://www.linkedin.com/in/brandonhoxsiesmith/   🔗 Resources: - RevOps Co-op Podcast Library: https://www.revopscoop.com/podcast - Episode 97: Everybody Has AI. Nobody Owns It.: https://revopscoop.com/podcast/decentralized-centralized-ai-revops - Episode 60: Pay Day Problems: Comp Plan Lessons Learned: https://revopscoop.com/podcast/compensation-plan-lessons-revops   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #SalesOps #MarketingOps #B2B #AI #GTM #BuildVsBuy #RevenueOperations

You can't fix the foundation if the plane is already in the air. So how do you rebuild the GTM engine without stalling everything leadership is asking for? Nicole Bradshaw has done it multiple times, and she's got a framework for it.   In this episode, Nicole Bradshaw, VP of Revenue Operations at PandaDoc, breaks down how RevOps leaders can balance foundational fixes with real business delivery. She shares her three-bucket sequencing framework (fires, quick wins, and end-to-end fixes), how to build stakeholder credibility before asking for six months to rebuild the funnel, and where AI actually fits into this, and where it doesn't.   If you've ever walked into a broken tech stack and been told to "just make it work," this one is for you.   🎙️ Speakers:  - Nicole Bradshaw, VP of Revenue Operations at PandaDoc — https://www.linkedin.com/in/nkbradshaw/  - Matthew Volm, CEO & Co-Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/   🔗 Resources:  - HG Insights (episode partner): https://hginsights.com  - RevOps Co-op podcast library: https://www.revopscoop.com/podcast  - Episode 101: RevOps Should Build for Itself First: https://revopscoop.com/podcast/revops-build-for-itself-ai  - Episode 94: The Boring Work Behind Great AI: https://revopscoop.com/podcast/boring-work-behind-great-ai   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #SalesOps #MarketingOps #GTM #AI #ChangeManagement #B2B #RevenueLeadership

97% of companies have active AI initiatives. Only 5% say their data is ready to support them. So what does that gap actually cost you — and what does "ready" even mean?   In this episode, Katie Brown (VP of Revenue Operations at Kami) joins Matthew Volm to break down why AI can't fix what your business can't define. They cover data readiness, metric governance, the real meaning of "source of truth," and how RevOps can build the foundational infrastructure that makes AI actually work.   Whether you've already deployed AI or are still figuring out where to start, this conversation will help you pressure-test your data foundation before you build anything on top of it.   🎙️ Speakers: - Katie Brown, VP of Revenue Operations at Kami — https://www.linkedin.com/in/katherinetbrown/ - Matthew Volm, CEO & Founder of RevOps Co-op — https://www.linkedin.com/in/matthewvolm/   🔗 Resources: - Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options - Episode 106: Why Good CRMs Fail: https://revopscoop.com/podcast/why-good-crms-fail - Episode 50: Thinking of AI? Think Data First: https://revopscoop.com/podcast/ai-revops-data-strategy - RevOps Co-op Podcast Library: https://www.revopscoop.com/podcast   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #SalesOps #MarketingOps #AI #B2B #DataStrategy #GTM #RevenueData

Most companies aren't losing revenue because they picked the wrong CRM. They're losing it because the right CRM was implemented wrong — or ignored entirely. Sound familiar?   In this episode, Camela Thompson sits down with Josh Larson, owner of DeltaRev, to dig into the most common operational breakdowns in HubSpot implementations: slow lead response, broken handoffs, dirty data, adoption failure, and the "let's switch CRMs" reflex that almost never solves the actual problem. If you've ever watched a well-configured system collect dust because nobody used it, this one's for you.   🎙️ Speakers: - Camela Thompson, Co-Host, RevOps Co-op — https://www.linkedin.com/in/camela-thompson/ - Josh Larson, Owner, DeltaRev — https://www.linkedin.com/in/joshalarson/ https://www.instagram.com/josh.a.larson/?hl=en   🔗 Resources: - DeltaRev: https://deltarev.io - RevOps Co-op community: https://www.revopscoop.com/membership/membership-options - More podcast episodes: https://www.revopscoop.com/podcast   - Episode 38: Perfecting Team Handoffs: https://revopscoop.com/podcast/perfecting-revops-team-handoffs - Episode 65: RevOps Consultant Red and Green Flags: https://revopscoop.com/podcast/revops-consulting-red-flags   👉 Join the RevOps Co-op community: https://www.revopscoop.com/membership/membership-options 📺 Subscribe for more RevOps content 🌐 Visit us: https://www.revopscoop.com 💼 Follow us on LinkedIn: https://www.linkedin.com/company/revops-co-op   #RevOps #RevenueOperations #SalesOps #MarketingOps #HubSpot #CRM #GTM #B2B #RevenueGrowth #SalesOperations